1. What do you think? I.What does marketing channels mean? II.What do marketing channels do? III.What are the important changes in marketing channels?

2. Ch. 1 Marketing Channels: Structure and Functions Key Topics: 1.Economic Rationales for marketing channels 2.Functions and Flows in Marketing Channels 3.How would you study marketing channels? 4.Service output demand

3. Marketing Channels Originally defined as: Paths through which goods or materials can move from producers to users.

4. Middleman or Intermediaries create value by reducing the spatial separation – the physical distance between the point of production and point of consumption ©McGraw-Hill Companies, Inc. 2002

5. Ch. 1 - 1 Marketing Channels: Overview I. Introduction - Definition: A set of interdependent organizations involved in the process of making a product of service available for consumption or use.* - Four Types of Utility: Form, Time, Place, and Possession utility

6. Marketing Channels Act as Exchange Facilitators We define a Marketing Channel as exchange relationships that create customer value in the acquisition, consumption, and disposition of products and services

7. Ch 1-2 The Economic Rationales for Marketing Channels A. The Efficiency Rationale for Intermediaries (Figure 1-1) B. The Discrepancy of Assortment and Sorting C. Routinization D. Searching

8. Selling Directly Manufacturers Retailers 40 Contact Lines FIGURE 1.1: CONTACT COSTS TO REACH THE MARKET WITH AND WITHOUT INTERMEDIARIES

9. Selling Through One Wholesaler Manufacturers Wholesaler Retailers 14 Contact Lines FIGURE 1.1: CONTACT COSTS TO REACH THE MARKET WITH AND WITHOUT INTERMEDIARIES

10. Selling Through Two Wholesalers Manufacturers Wholesalers Retailers 28 Contact Lines FIGURE 1.1: CONTACT COSTS TO REACH THE MARKET WITH AND WITHOUT INTERMEDIARIES

11. FIGURE 1-1: CONTACT COSTS TO REACH THE MARKET WITH AND WITHOUT INTERMEDIARIES Selling Directly Manufacturers Retailers 40 Contact Lines Selling Through One Wholesaler Manufacturers Wholesaler Retailers14 Contact Lines Selling Through Two Wholesalers Manufacturers Wholesalers Retailers 28 Contact Lines

12. Ch. 1-3 Functions and Flows in Marketing Channels* A. Functions in Marketing Channels –Carrying of Inventory –Demand generation –Physical distribution –After-sale service –Extending credit to customers B. Flows in Marketing Channels (Figure 1-2) - Physical Possession - Ownership - Promotion - Negotiation - Financing - Risking - Ordering - Payment

13. Physical Possession Ownership Promotion Negotiation Financing Risking Ordering Payment Physical Possession Ownership Promotion Negotiation Financing Risking Ordering Payment Physical Possession Ownership Promotion Negotiation Financing Risking Ordering Payment FIGURE 1.2: MARKETING FLOWS IN CHANNELS ProducersWholesalersRetailers Consumers Industrial and Household Commercial Channel Subsystem

14. Ch 1-4 Analyzing Marketing Channel Structures A. Channels as a Network of Systems - Interdependent and Interrelated systems - Open systems B. Service Outputs as Determinants of Channel Structure - Spatial Convenience - Lot size - Waiting or delivery time - Product variety and assortment - Customer Service

15. Ch 1-4 Analyzing Marketing Channel Structures (Cont’d) C. Marketing Cost as a Determinant D. Additional Driving Factors: Technological, Cultural, Geographic, and Social

16. FIGURE 1-3: FRAMEWORK FOR CHANNEL DESIGN AND IMPLEMENTATION INSIGHTS FOR SPECIFIC CHANNEL INSTITUTIONS: Retailing, Wholesaling and Logistics, Franchising Channel Design Process: SEGMENTATION: Recognize and respond to target customers’ service output demands Decisions About Efficient Channel Response: CHANNEL STRUCTURE: What kinds of intermediaries are in my channel? Who are they? How many of them? SPLITTING THE WORKLOAD: With what responsibilities? DEGREE OF COMMITMENT: Distribution alliance? Vertical integration/ownership? GAP ANALYSIS: What do I have to change? Channel Management Process: CHANNEL CONFLICT: Identify actual and potential sources MANAGE/DEFUSE CONFLICT: Use power sources strategically, subject to legal constraints GOAL: Channel Coordination CHANNEL POWER: Identify sources for all channel members

17. FIGURE 1-4: ORGANIZATION OF THE TEXT Channel Design Process: SEGMENTATION: Chapter 2  Decisions About Efficient Channel Response: CHANNEL STRUCTURE: Chapter 4 SPLITTING THE WORKLOAD: Chapter 3 DEGREE OF COMMITMENT: Chapters 8, 9 GAP ANALYSIS: Chapter 5 Channel Management Process: CHANNEL CONFLICT: Chapter 7 MANAGE/DEFUSE CONFLICT: Chapters 6, 7, 8, 9, 10 GOAL: Channel Coordination CHANNEL POWER: Chapter 6 INSIGHTS FOR SPECIFIC CHANNEL INSTITUTIONS: Chapters 11, 12, 13